Preferred Vendor Rollout for Cylinder Gases

Wayne State UniversityJune 2013

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Airgas Participants

James Flemming Specialty Gas Specialist – SE Michigan

Amy Turjanica University Specialist - Great Lakes Region

Michael MarihughSales Manager – SE Michigan

Michael Abshire University & Life Science Sales Manager – Great Lakes Region

Robert ElliotLocal Sales Representative – Detroit

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We are a Solutions Company • Gas is our principal product

– Leading position in $12B+ U.S. packaged industrial, medical, and specialty gas market

– Significant position in U.S. bulk market– Leading platform for U.S. refrigerants, ammonia, and

process chemicals markets• We also produce various gases

– Fifth largest U.S. producer of atmospheric gases– Leading U.S. supplier of liquid CO2 and dry ice– Largest U.S. producer of nitrous oxide

• Engineered Solutions are important complement

– Cryogenic management and storage– Laboratory design and installation– Complete gas management solutions for all markets

and applications• We sell through multiple channels:

– Branch-based field sales– Retail stores– Strategic Accounts– Distributors

–Catalog–Telesales–eBusiness–Corporate Tech Support

Known Locally Nationwide

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~1,100 Locations 875+ branches

325+ HP fill plants 16 ASU’s

18 acetylene plants 5 liquid CO2 production plants

63 regional spec gas labs 8 national spec gas labs

6 hardgoods distribution centers

14,000+ Associates ~1,500 sales people (25% specialists)

5,000+ drivers

10M+ Cylinders

13,500+ Bulk Tanks

5,000+ Vehicles

Branch / Retail Store / OtherAir Separation Unit (“ASU”)Hardgoods Distribution Center

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Airgas Great Lakes RegionA Closer Look

• Headquarters in Independence, OH• 10 main fill plants• 80 branches• Local Manufacturing and

Distribution Sites– Ferndale Plant/Branch –

production & distribution of all industrial products.

– Triangle of industrial gas support; AA, Ferndale, Toledo, and Lansing

– Specialty Gas infrastructure; Royal Oak, MI & Lansing, MI production plants ISO & A2LA

– Wayne, MI Medical Gas Production

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Local Branch Support - Ferndale

24/7 Operations - 3 shifts 11 Trucks 40 EmployeesCustomer Service Team

Industrial gases:• Atmospherics (oxygen, nitrogen, argon)• Liquid Dewars • CO2 - Hydrogen• Propane • Stocking Point for Specialty and Medical Gases

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Local Account Management SupportYears of Industry Experience•Local Airgas Account Manager

- Vendor managed inventory - Technical information & updates- Troubleshooting- Verification of order & delivery locations- Cylinder audits

•Local Specialty Gas & Medical Specialists• Application support and product recommendations• Safety & application training, reviews and compliance• Gas distribution and equipment recommendations• Customized cost savings recommendations

• Regional product specialists for bulk gases, safety, welding & cutting, cryo-freezers, gas equipment, and refrigerants

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• Airgas customer service representative for WSU will be designated with branch team support

• Local inventory min/max levels will be defined and maintained

• Scheduled and emergency deliveries • Initiate cylinder audits – ordering, invoicing inquiries• Root cause analysis for any concerns – Airgas CAT system• Dedicated and trained drivers to develop knowledge of WSU

campus and needs of end users

Technology from around the world, service from around the corner

Local Customer Service

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The Right Range of Supply Modes

300 / 200 Size304 / 228 SCF

Cylinders

Dewars

MicroBulk

Tube Trailers, Bulk

230 / 180 Liter61 / 48 Gallon5,658 / 4,428 SCF

TT 45,100 / 181,155 SCFBulk 500 - 13,000 Gallon

46,500 – 1.2 mm SCF230 - 2,000 Liter61- 528 Gallon5,658 – 49,162 SCF

Size** SCF expressed in nitrogen volumes

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Nuclear Magnetic Resonance (NMR)

- Helium and nitrogen cryogens- Cryogen

equipment

Where can we help you at WSULIN Storage

- Nitrogen (dewars, Microbulk, bulk)

- Cryogen handling equipment

- RDF, inventory systems, supplies

Mechanical and Other Storage- Backup cryogens (CO2,

nitrogen)- Scales, supply

mode change equipment

- Dry iceGlove Boxes

- Nitrogen (dewars, microbulk, bulk)

- Argon (dewars, Microbulk, bulk)

Laboratory GC- MS, ICPMS,

ICP, ECD, FID- Various

analytical gases

Laser Research - Pure Gases - Mixed and

Rare Gases

Medical Research- Electron

microscope nitrogen

- Anaerobic and Culture Gases

- Oxygen for fermentation

Advanced Engineering and

Electronics- Gas Cabinets

& Equipment- Research

Grade Products

Animal Research- Nitrous oxide

- CO2

- CO2/O2 blends

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The Right Products

Specialty gases and equipment • Pure Gases and Precision blends• Laser Gases and Rare Gases • Environmental Gases • Hydrocarbons• Equipment solutions• Specialty gas equipment

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The Right Products

Medical gases and equipment• Airgas Puritan Medical focuses exclusively on medical

gases and related equipment• Serving hospitals, home health care providers, doctor-

dentist-veterinary offices, and other medical businesses• Medical gases

– Medical air – Cylinder oxygen U.S.P.– Bulk liquid therapy oxygen

– Blood gas mixtures– Nitrous oxide– Carbon dioxide

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Safe-T-CylTM Returnable PackageGreen Initiative – Lecture Bottle Replacement• Replaces lecture bottles with a much safer

and economical chemical supply solution• Main Valve

– High integrity valve used for primary shutoff– Used for high flow control applications

• Secondary valve– High integrity regulating valve– Common flow path with main valve– Used as secondary shut-off valve– Used for fine flow control applications

• Custom outlet connections• Available for NH3,Cl2,HCl,and SO2

BIP® Built in Purifier

• Purifier sealed inside cylinder in a high-pressure, inert atmosphere – transparent to user

• Removes– Oxygen– Water– Hydrocarbons– Carbon Monoxide– Carbon Dioxide– Halocarbons

• Each purifier is tested• Performance guaranteed for

lifetime of the cylinder

Bui

lt-in

pur

ifier

0.5 micron frit to remove particles

Nice for lasers!

BIP® Gas Specifications

O2 < 10 ppbH20 < 20 ppb

THC < 100 ppb

Batch Certificateof Conformance

Batch Certificateof Conformance

Batch Certificateof Conformance

O2 < 10 ppbH20 < 20 ppb

THC < 100 ppbN2 < 3 ppm

O2 < 10 ppbH20 < 20 ppb

THC < 100 ppbN2 < 5 ppm

Carrier GasECD Make-up GasFID Make-up Gas

Inerting

ICP-MS (non dewar)Atomic Absorption

High-grade welding

Carrier GasLasers

Note - the specifications are

for the product coming out of the cylinder, not for

the product in the cylinder.

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Engineering Solutions GroupWe are the Gas Experts

• Located at Technical Center in Oakwood Village, OH• Design/Build/Install Custom Engineered Gas Equipment

Systems– Specialty Gases, Process Chemicals, Industrial Applications– Flammable, Toxic, Corrosive, High purity, High Pressure, and

High Flow Systems– Complete Project Management– Universities, Life Sciences (Pharm/Bio), Utilities, Chemical, R&D

• Will design and can install (following all required codes):– Complete Lab Systems – New Building or Retrofit– Fully Automated Gas Cabinets and Safety Systems– Gas Detection Systems, etc.

• What kind of regulator do you need for your application?– Stainless steel diaphragms– Low "dead" volume to

minimize contamination– Diaphragm "packless"

valves to avoid off-gassing of halogenated compounds

High Purity Analytical Regulators

Do You Have The Right Tool For The Job?

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Flexible Stainless Steel Pigtails

High Purity Regulators

High Purity Automatic Changeover Panel

High Purity Flow Meters

Zero Air Generator

Tee-Purge Assembly

Hydrogen Generator

SIR with Tee-Purge AssemblyHigh Purity Line

RegulatorWall Mounted Protocol Station

Analytical Components for Gas Line PurityTaylors, SC facility

Gas Detection

Do You Even Need Cylinders?• Consider generated gas

options– Some systems may

have a payback as short as a few months!

• Other more economical supply modes– Bulk/MicroBulk– Packs– Dewars– BIP®

BIP is a registered trademark of Air Products & Chemicals

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Cryogenic Gas Management & System DesignLife Science Applications

• Onsite and Offsite Cryorepositories

• Design-Build Services• Vacuum Insulated

Piping for Liquid Nitrogen

• Freezer Supply• Redundant Monitoring

and Alarm Systems, data is recorded on-site and off-site

• Maintenance Program

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Analytical Laboratory Design• Central Gas Management and Supply Systems• Turn-key Laboratory Piping Design and Installation Solutions• High Purity Point-of-Use Equipment

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Central Gas Management

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• Complete design and software programming

• Can Provide:– Remote control and

operation– Cylinder tracking– Multiple billing options

By department– Automatic

replenishment protocols

– Warnings– Safety Administration

Gas Monitoring Support Systems

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Dry Ice Products for UniversitiesLargest Dry Ice Distributor in the U.S.

Full Block Approximately  10" x 10" x 10"

Airline CutApproximately  5” x 5” x 5/8” 

Cut BlockApproximately  10” x 10” x 2”

Standard Pellets  Approximately 1/2" – 3/4” Pellets

Half Cut BlockApproximately 

5” x 10” x 2”

Rice Pellets Approximately

1/4" Pellets

Refrigerants & Recycling ServicesLargest Refrigerants Distributor in the U.S.

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Airgas Inventory Management (AIM™)

Airgas Inventory Management - AIM™

• Internal and External inventory tracking software• Tracks all products sold by Airgas and other

vendors • Enterprise visibility of cylinders (by type,

location, bar code, etc.)• Report of all products in use / sold to a location• Standard Reports with filters / Export reports to

Excel • Provide Monthly usage data (by type, location,

lab, etc.)• Calculates charges by specific account• Optimized Inventory & Cost Savings

Visibility of Inventory and History

History link with order

details

Visibility of Inventory and History cont.

E-mail Delivery Confirmations-Detailed• Real time email notifications with order details to include P.O. and cylinder barcodes/serial numbers

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P.O. Alert…$ Limit

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P.O. Alert…Expiration Date

Excessive Usage Alert

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Airgas Emergency Response Organization (AERO)Airgas Great Lakes Region• Largest ER Network in the industry• Team Headquartered in Midland, MI

– 8 trained technicians 3 located in metro Detroit – Fully equipped response trailer

Includes all necessary equipment to respond to most gas emergencies

Fluorine burner, chlorine kits, high/low pressure containment devices, scrub materials, level A PPE

– Team Response Assess Control Mitigate Remediate

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Training ProgramsSafety and Compliance is Paramount• We offer many training classes to EH&S, students, staff, and

professors as well as the chance to train with our AERO team for cylinder emergency response. When Wayne State University procures it gases through Airgas, we provide training at no cost – below are some of the classes we offer:

– Safe handling of compressed gases– Cryogenic safety– Welding and gas safety– Lab safety audit and Code Compliance – NFPA bulk safety audits– Emergency Response Training AERO – Regulator safety training– Helium optimization– How to order from Airgas

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Campus Walkthrough & Safety Audit ProgramSafety and Compliance is Paramount• Safety Audit Checklist

– Analytical Labs– Cryo-storage Facilities– Cylinder and Bulk Storage– OSHA, NFPA, ANSI, CGA, DOT

• Presentations and Reports• Safety Training Sessions

– Gas and High Pressure Cylinder Handling– Equipment Operator Training

• Schedule Meetings to Formalize Safety Procedures

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Site Audits - Airgas teams to visit key users and locations

• Inventory Count, Order Frequency, Critical Stocked items • Delivery Access – Dock or Lab • Bar Code Airgas Items • Key Contacts • Ordering and Billing Requirements • Cost Savings Measures & Initial Safety Review

Transitioning SuppliersDeveloping the Game Plan

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Thank YouAny Questions??